About the company
Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.
Responsibilities
- Identify, recruit, and onboard reseller and distributor partners that fit our Japan go-to-market strategy
- Develop and execute joint business plans with key resellers, including revenue targets, pipeline commitments, and enablement milestones
- Build and maintain executive and sales-leadership relationships within partner organizations, navigating complex organizational structures and decision-making processes
- Own the full partner lifecycle from initial engagement through long-term strategic alignment, including regular business reviews and QBRs
- Negotiate and structure reseller and distribution agreements, including commercial terms, margin structures, and deal registration
- Drive new customer acquisition and upsell revenue through reseller partners and achieve quarterly channel revenue targets
- Work with partner sales teams to identify, qualify, and close enterprise opportunities in key verticals (manufacturing, financial services, retail, telecommunications, life sciences)
- Support joint sales activities including customer workshops, seminars, proof-of-concepts, and account planning
- Track partner-sourced pipeline, forecast channel revenue, and report on partner performance metrics with detailed accuracy
- Manage channel conflict and maintain healthy dynamics between direct sales and reseller partners, including clear rules of engagement and deal registration processes
- Lead reseller enablement programs covering product knowledge, sales methodology, positioning, and objection handling
- Develop and maintain Japanese-language sales tools, pricing guidance, and partner-facing documentation
- Run partner-facing activities such as training sessions, webinars, email campaigns, and joint events
- Coordinate with global product, pricing, and partner teams to ensure Japanese reseller requirements and customer feedback are represented in program design and roadmap discussions
- Design and execute joint marketing and demand generation campaigns with reseller partners
- Develop customer success stories and case studies that resonate with Japanese enterprise buyers
- Partner with internal teams to localize global channel programs and GTM strategies for the Japanese market
- Represent the company at partner events, customer engagements, and industry conferences (CEATEC, Japan IT Week, etc.)
- Identify and remove bottlenecks proactively by working with internal teams including Marketing, Sales, Legal, and Finance
- Foster alignment across departments to ensure successful partner execution and performance
Requirements
- 7+ years of experience in channel management, reseller partnerships, or business development within the Japanese technology market
- Proven track record recruiting and managing Japanese reseller and distributor partners and driving revenue through them
- Deep understanding of Japanese enterprise sales cycles, decision-making processes, and business etiquette
- Native or business-level Japanese language skills
- Working knowledge of reseller economics, including margin structures, deal registration, and incentive programs
- Experience selling enterprise software, cloud services, or AI/ML technologies in the Japanese market
- Demonstrated ability to manage channel conflict and maintain healthy rules of engagement across direct and partner sales
- Exceptional relationship-building skills with the ability to establish trust and credibility with partner executives and sales teams
- Strong analytical skills with experience in business planning, forecasting, and performance measurement
Conditions
- Not specified in the job description.